Business Applications Solution Sales Manager - Public Sector

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centred on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Microsoft Dynamics 365 is a powerful suite of Ai powered intelligent business applications across Sales, Service, Customer Experience, Contact Centre (CCaaS), Marketing, Finance, HR and Supply Chain. Dynamics 365 enables organisations to transform and drive a customer centric approach to enhance productivity, drive efficiency, streamline business processes, gain improve decision making, improve customer engagement, reduce complexity and cost. We are looking for a Public Sector Industry Sales Leader who can drive growth of Microsoft’s Dynamics 365 across Central Government, Health and Education team. As a Dynamics 365 sales leader, you will build and lead a team of high performing industry Sales Specialists who are responsible for driving thought leadership and customer engagement around Microsoft’s Dynamics 365.

You will coach and empower the team to effectively engage C-Suite level stakeholders to build and maintain relationships with both Business Decision Makers (BDMs) and Technical Decision Makers (TDMs) in our Enterprise Public Sector clients.

As an industry expert, you will have thorough knowledge and experience of the relevant industry; understanding industry themes and trends, the challenges, ambitions and business objectives of companies in the relevant sector. You will be excited by leading your team to deliver on the value of Gen Ai and the Agentic era for clients. This will enable you to engage senior business decisions makers (BDMs) within our clients to understand their desired business outcome and how their digital transformation objectives can be realised through the use of Dynamics 365.

You will be responsible for developing and executing industry sales strategies that will help your team build and close pipeline that aligns to a customers’ end-to-end business transformation requirements.

You will have a full understanding of Customer Experience, Customer Service, Sales Automation and Finance & HR or what would have been traditionally been described as CRM, Contact Centre and ERP propositions, in addition to the competitive landscape. Your strategy will include leading the leading the collaboration and coaching other Microsoft teams (M365, Azure, Security) on an end-to-end Microsoft proposition that encompasses Dynamics 365.

You will model the desired behaviours of acting with integrity, upholding Microsoft culture and values, and delivering business results with high levels of sales discipline and business forecast accuracy.

Responsibilities

People Management

• Managers deliver success through empowerment and accountability by modelling, coaching, and caring.
• Model - Live our culture; Embody our values; Practice our leadership principles.
• Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Sales Leadership & Execution

• Brings impactful industry insights into customer engagements and helps close deals with customers and coaches and influences others internally on how to do this. Influences Microsoft's strategic direction across various markets.
• Acts as a thought leader in digital transformation across solution areas to advise customers.
• Leads a virtual cross-organizational team to drive strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value.
• Leads a team to support the account teams and drive conversations with strategic/high-potential customers. Facilitates stakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) to build pipeline across territories. Sets best practices on social selling and guides others on how to do this, and drives consistency across domains/regions. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
• Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, Global Black Belts). Leads with technical and industry insights on how to grow the strategic customer business.
• Guides their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs. Provides direction/guidance on the development of solutions across regions. Helps the team create vision for the customers and develop plans to drive sales.
• Coaches their team and/or other teams on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners. Engages C-Suite decision makers for strategic customers to support teams on opportunity discovery and acceleration. Represents their team internally at Microsoft as they engage other internal stakeholders.
• Leads their team to develop strategies for driving and closing strategic (highly complex, high value) opportunities. Drives the implementation of strategies and the collaboration with the account team to ensure alignment. Leads their team on ways to implement and share close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Scaling and Collaboration

• Guides their team to build a network of partners to cross-sell and up-sell. Leads the team to identify new partners and evaluate partner capabilities. Facilitates the development of partner strategies and ensures execution. Leverages global resources to help connect the partner ecosystems to form new market opportunities.
• Guides their team to apply the orchestration model. Establishes approach and practices to promote communication and collaboration across functions. Contributes to the development of the orchestration model and drives consistency across territories.

Technical Expertise

• Supports their team on participating in Microsoft events. Contributes to setting up the events and promoting best practice sharing across subsidiaries.
• Coaches their team on business and market knowledge. Develops strategies to position Microsoft products, solutions, and/or services against competitors. Initiates discussions to share industry trends and insights across the organization.

Sales Excellence

• Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
• Lays out customer satisfaction long-term strategies. Proactively promotes development of deep and influential relationships with client contacts. Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues for strategic accounts. Establishes standards for customer/partner experiences.
• Participates in regular strategic planning for their assigned territory. Reviews plans via Rhythm of Business (ROB) meetings and aligns the plans of their team across departments. Guides team to align their approach with sales excellence team. Engages with external executives to bring a more strategic perspective into the planning portion of account planning.
• Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory. Develops and aligns the analysis approach across the organization. Acts as a thought leader and clears opinions and perspectives from business analysis.
• Oversees the end-to-end business across geographical regions. Ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory. Interacts with Corporate leadership and executive-level stakeholders to get support for their team and the geographical regions.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required. Seeks additional learning opportunities and prioritize to enhance effectiveness

Qualifications

• Bachelor's Degree with technology-related sales or account management experience.
• People management experience.
• Sales leadership experience within either:

• Business Applications, workflow, case management, marketing, ERP and contact centre as well as commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.
• Business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments (e.g. Design Thinking, Business Value Engineering, Challenger sales etc.).
• Experience in Public Sector will be a plus

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.